To help keep up with growing industry demands for storage security and encryption solutions, Milpitas, Calif.-based global storage security developer NeoScale Systems has introduced its new Key Partner Program.
Before the launch of the Key Partner Program the company already had an existing reseller program. However, Andrew Stewart, director of global product sales at NeoScale, said the two programs are nothing alike.
He said the new program provides more flexibility within its framework. Partners can earn discounts, enroll in free online sales and technical training sessions, in-class training and also take advantage of various incentive programs.
“Our business model is 100 per cent channel,” Stewart said. “Our partners are key to driving our business forward.”
While Stewart said interest in the new program is strong there are certain qualities NeoScale looks for when choosing its partners.
“We look for partners that have what we call the three ‘R’s,’” said Stewart. “We look for partners that have recognition in a particular marketplace, relationships to get to the right people and we’re looking for reach to effectively cover the market area.”
Stewart said the initial growth in NeoScale’s partner community had exceeded company expectations, prompting the creation of the Key Partner Program to better manage and support the channel.
“We’re growing so fast as a company that in order to keep pace we’ve gone towards this partner program model,” Stewart said.
NeoScale supports partners through the program in a variety of ways, including the choice of enrolling in either one of two streams of training. Partners that like learning via online sessions can take advantage of 24/7 courses at no charge that are divided into sales and technical sessions.
“We keep the modules short,” Stewart said. “They’re not more than half an hour a piece.”
The second form of partner training is hands-on, in-class training sessions that educate partners on the installation, configuration and maintenance of NeoScale’s solutions.
In addition to extensive training options, Stewart said partners of can also benefit from attractive margins.
“Margins can range up to 30 per cent, plus partners can also receive additional incentives and discounts,” Stewart said.
Moving forward, Stewart said partners can expect NeoScale to continue to innovate and lead in the key management platform in regards to data storage encryption.
“We’re continuing to look at establishing and maintaining long relationships (with our partners),” Stewart said. “We’ll also continue to offer high margins and the opportunity of high value-adds.”
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